Tagged With "order"
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Re: Bad salespeople still exist, don't they?
Spot on Art. I love Gary Vaynerchuk's famous quote, "Legacy is greater than currency." You never know where you will be in 5 years. Walking away from every deal with your reputation and integrity intact is more important.
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
I guess I will be the one who steps outside the box here and rock the boat a little. I'm not saying that this Blog is 100% correct but he has some good points. I am looking at my numbers from the year before...up 19% and thinking to myself what was the biggest change I made last year to get that kind of a bump. I made quite a few changes, I worked hard of course but I worked hard in 2015 too. One of the biggest changes I made that when interacting with my prospects I worked like I didn't...
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
Kyocera Guy I appreciate the comment! Glad you rocked it with a 19% increase in revenue. I would rather read content from you and others that are actively selling rather from those that are either too far removed from sales or those that have never sold anything. Ty again for the comment!
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
While that blog has some valid points, much like Art, I'm more inclined to think "when's the last time that writer took off their headset and actually pushed some pavement or had a face to face meeting?". While there is something to be said about not hard closing all the time, it's got to be done but with some skill. In my nine years doing this, each sale is different in that there are some customer that want to be hard closed and others that have their own way of making a decision. One...
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COVID19 "Remote Working" Day Seventeen of Sales
Before I get started on my day I'd like to share a Youtube video from BTA and Brent Hoskins. BTA has some excellent resources for dealers to navigate through these tough times. COVID19 Today in New Jersey we had our highest one day death toll to date. I believe it was somewhere around 246 souls that passed in the last 24 hours. Today our Governor notified us that all non-essential construction will be shut down as of Friday at 5PM. There goes the next to last bit of the economy that was...
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COVID19 "Remote Working" Day Forty of Sales
By the end of the week it will be two solid months since I was optioned to the home office. Could this really last for an entire quarter? I'm somewhat worried that many businesses will cease to exist if the our Governor does not open up the state for business. In today's address he was non-committal for releasing a time line of when we can re-open. He hinted at maybe something coming this week. All we can hope is that he comes to his senses and will realize that shutting down the state also...
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COVID19 "Remote Working" Day Thirty-Eight of Sales
So much went on today and I'm not sure where to start. I'm thinking I won't get back to full time prospecting until next week and that's because I've be digging to try and hit that magical number of 200K for May. As of today I have about 30K in opportunities that could close in the next 2 days. After that it's going to be a struggle, however after tomorrow there are still eleven selling days in the month for me. What's good about the eleven days is that I still have more than 50% of the...
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Re: International Copier Exchange has closed its doors
I might have to drive by their office in Dallas to see if this is accurate. The majority of our returns go to them which helps keep return costs down since they're only a few miles from us. If we have to start shipping out of state, that would be bad.
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Re: International Copier Exchange has closed its doors
I got this from a good source in East Texas that used to do business with them.
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Bad salespeople still exist, don't they?
Last week I upgraded a net new account to our Ricoh equipment. The customer had to get away from two copystar machines that were constantly breaking down. The customer liked the service, but just felt the Copystar's were inferior products....
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International Copier Exchange has closed its doors
I just received this email from a Print4Pay Hotel member. He was busy and wanted me to get the word out!! International Copier Exchange has closed its doors, ran off with the money from prepaid orders and have no plans to fulfill the orders. We...
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31 Ways to Close More Sales (#17 of 31)
I tell you some of the stuff that I'm reading about selling is......stupid! I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Close More Sales (#13 of 31)
On many appointments and especially the one that I have at 9:30AM in the morning I'll have all of the paper work necessary to "sign the deal" filled out the day or the night before the appointment. In addition...................., I've...
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Why I'm So Past Reading Sales Blogs on Linkedin
K, so I'm a fan of selling, whenever I come across a blog or an article about sales, I'm all in for learning something new. On Friday, I ran across this The Danger of Using Legacy Sales Techniques in 2017 . Personally, I'm sick and tired of reading sales/selling articles from people that don't have end user sales experience. Go ahead check out this persons LinkedIn bio here . I'll admit the bio is impressive and he seems to be a successful and great person, however where is the damn sales...
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It took me only six years to.....
Today I signed an order for a smaller A3 black device with a Mechanical Contractor. Been calling on them for SIX years and finally got an order. Thinking back this was an account that I cold called (knocked on their door). Hope the rest don't take that long
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57 Days of Selling "Day 37"
"When the going gets tough, the tough get going" It's an awesome quote right? Time to dig in and get things done. After stopping for a coffee and a bite to eat this AM, I arrived at the office by 6:45AM and I was working before the clock struck 7. Over the years, I've found that Decembers have been some of my best and worst months of the year. There's no rhyme or reason, you can work your tail off and still end up with a stinker, or everything you touch turns into an order. Me, I hoping on...
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57 Days of Selling "Day 50"
Whoa, finally hit day fifty! It's been a roller coaster of a ride so far, with many ups and many downs. I arrived at the office late today, the reason? Well, I was exhausted and I guess my body needed the sleep. After waking up, I spent the next thirty minutes reviewing some late emails from yesterday and sending a few emails before I needed to prepare to leave for the office. I spent the better part of the day developing the final proposal & order docs for an appointment with a net new...
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Car Dealerships Discover the Key to Luxurious Customer Service
Car Dealerships Discover the Key to Luxurious Customer Service Higher State Technology, a managed IT service provider, helped two major regional Lexus dealerships implement DocuWare. The dealerships gained total control of their data and reconfigured their filing rooms into luxurious spaces that improved the waiting experience for their customers. They digitized documents including vehicle sales documents, repair orders and more to allow staff from both locations to have quick immediate...
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57 Days of Selling "Day 32"
Yes, I had a late start today. Been battling a head cold, sinus thing the last few days and it's been a little bit of a struggle to get going. I had scheduled my own little technology refresher today with one of our reps from Ricoh. I find more and more clients/prospects that are interested in printing from their smart phones. Thus, I wanted to do a refresher with connecting the smart phone and running through some of the features. When I arrived, my rep was waiting for me (my apologies...
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The Quest for $200K "Don't Stop Me Now"
Another day spent in the office, kinda felt like I was running for political office with all of the phone calls, emails, and answering objections. After processing an order in the AM, I was in follow up mode for a few hours. Some opportunities received emails, some received texts and some received phone calls. I learned along time ago that there many clients have a preferred way of communications. Texting, Inmail, email, and phone calls helped in nailing down another two opportunities in the...
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The Quest for $200K "Don't Count Your Chickens Before They Hatch"
Having a 10AM appointment allowed me to work from this morning. Typical home work day includes coffee and a trip upstairs to the office. First things first is to check out any overnight threads on the Print4Pay Hotel forums. My next move is to check on my gmail for google alerts that I've set and then my work email. Once all of that is completed, I'll go to Linkedin and view my wall for threads, always on the lookout to strike up a conversation, like a thread, comment, share or post a thread...
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Re: 57 Days of Selling "Day 32"
You're killing it Art! It's incredibly motivating to read you tackle this huge goal daily. Forget the Samsung deal lost. Pond scum dealers selling service that cheap will be out of business soon enough. You can't give away your service and expect to eat tomorrow.
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Re: 57 Days of Selling "Day 32"
Czech Thanks! It was my intent to share what I do on a daily basis so that others may be able to benefit. I can only hope that others are sharing this content within their dealership and socially. I'm little worried about December, since the month can be a great one or a bomb. I don't need a bomb right now. I will continue to work to achieve that goal. Once I'm done with December, I'm taking two full weeks off from work and from writing! LOL
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Re: 57 Days of Selling "Day 32"
Hi Art - Quick greetings from Idaho! Want you to know that your daily selling diary is a huge hit with me. Really enjoying the saga!!! Now I am waiting for the latest you are learning about re printing from mobile phones! And regarding that website and Google Search - here's what I just got (screen shot attached). Similar to your results! I am taking a bit of a hiatus from blogging but keeping busy on other things. Looking to bounce back into something more industry-related soon. Have a...
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Canon imageRunner C203o lease_order docs.pdf
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COVID19 "Remote Working" Day Sixty Two of Sales
It is better to give than to receive. We've all heard it and many of us give in times of need or in times of emergencies. It's just what we do. Some even believe that it's good Karma. Karma: the sum of a person's actions in this and previous states of existence, viewed as deciding their fate in future existences. I think it was the third week in April that I made a $300 donation to a non-profit group that's one of my clients. In May of each year they have a walkathon and due to COVID19 they...
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COVID19 "Remote Working" Day Sixty Four of Sales
Today was not a good day for me. It's not because I lost an order nor is it because something unexpected happened. Today was a day when I couldn't get out of my own way. It was a mental block that kept me from prospecting even though I had plenty of time available to prospect I didn't make the effort. I've been thinking about this all evening as to what was bugging me or what was stopping me. On all thoughts I came up empty. Was it me, was it something that was bugging me or did I burn the...
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Re: COVID19 "Remote Working" Day Sixty Four of Sales
Art, don’t feel alone in your mental block yesterday. It happens and in our profession, sometimes it’s meant to happen for a reason. With as much hard work as one should be putting in, sometimes a weekend isn’t enough to mentally recoup especially if you’ve had work on your mind. I’ve found myself in these situations before and have found that in the days to come after, I’ve rebounded stronger and it felt like the winds of positivity were beneath me. Despite knowing to the second how much...
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Re: COVID19 "Remote Working" Day Sixty Four of Sales
@TML thanx for the support and for the positive comments. It's a struggle here in NJ since most offices are still closed and there's no date when offices will get back to full staff. Of course that's making it much harder to prospect along with getting those that should upgrade to upgrade.
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COVID19 "Remote Working" Day Seventy One of Sales
It was rise and shine at 5AM today! I'm getting to like this early gig and getting more time to spend outside. Since I was up so early I made it the office a little before 7AM today. That early time was used to develop and send both a proposal and order docs to the net new client that gave the verbal the other day. Since the order is for three MPF's and two locations I spent about two hours developing those docs. Normally I would just send the order docs, however the decision maker also...
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COVID19 "Remote Working" Day Eighty-Eight of Sales
That magical day has arrived! Eighty-Eight business days since I was optioned to working remote. Four full months from the home office, four months with only four in-site appointments, and four months of stress. Four months and still no sign of when offices in New Jersey will be full staffed again. Even though the number of COVID illnesses and deaths are at the lowest point since the first week of March. At the end of each day I'm mentally exhausted, thus the reason for not posting on Friday...
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COVID19 "Remote Working" Day Eighty-Nine of Sales
COVID19 "Remote Working" Day Eighty-Nine of Sales My day started at 5AM with a short trip to my back yard to see the sun rise over the Atlantic Ocean. I was attracted the hues of orange, purple and blue that was getting ever so bright to the east. After 45 minutes it was time to get ready for my 7am appointment. I arrived early and met with the decision maker as we both kept a six foot distance. I did the measuring, took the pictures, check the electric and it was time for a short chat on...
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Re: COVID19 "Remote Working" Day Eighty-Nine of Sales
@TML thanx Mike OBX should be fun! It's been great beach weather in NJ. Inspections are really tough with COVIS luckily this was a one person shop and he could schedule the inspection
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Re: COVID19 "Remote Working" Day Eighty-Nine of Sales
Art, wish I was as close to the beach as you! We're counting down the days until mid-August when we've got our OBX vaca planned. So soon, yet so far away! Today's post mentions your further qualification / inspection of the installation site. This is something that so many (myself included) sometimes fail to do. The manufacturers sometimes throw a kink into the works with the power. For example Canon's iRc5535/5540 require a 15 amp plug while the iRc5550/5560 require a 20 amp plug. Just...
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COVID19 "Remote Working" Day Ninety-Eight of Selling
COVID19 "Remote Working" Day Ninety-Eight of Selling Copiers One of my goals for Friday was to make sure that I reached my goal of contacting twenty-five businesses. The plan was to get them all done in the morning since I had I thought my afternoon would be spent with one appointment and the writing of the large net new order for $58K. Just about Noon I received an email from my VP about that potential order. I responded with "I'm being patient", he responded with "don't be patient after...
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COVID19 Remote Working Day One Hundred and Fifty-Three of Selling
WooHoo! One more day we'll be at the seven month mark for working remote or least I will be. Am I happy? Not really because going we're now into the last two months of the fiscal year. In previous years you could do the research on your clients and pick those that you wanted to pay a visit to. In most cases these were the clients that you have the best relationships with. With most businesses not being in the office or sparsely populated in New Jersey that may not work this year. I guess the...
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COVID19 Remote Working Day One Hundred and Fifty-Six of Selling
COVID19 Remote Working Day One Hundred and Fifty-Six of Selling Copiers Monday sometimes the best and worst day of the week. I'm in the camp of "I Don't Like Mondays", because I truly love my weekends and anytime off is a good time. However today was a Monday unlike many other Mondays and that's because I was sick as a dog last night. Not the COVID but more or less a 24 hour bug that was horrid. It was about 3AM on Monday went I finally drifted off. Yes, I woke up late and yes I had a...
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COVID19 Remote Working Day One Hundred and Seventy-Seven of Selling
COVID19 Remote Working Day One Hundred and Seventy-Seven of Selling Copiers Off to the races! I'm now in the last month of the selling year. Just like any other year I find myself behind the eight ball again. After some research today I need to secure about $80K in orders for December in order to meet my annual quota. I have that content/hardware appointment tomorrow at 11AM. I believe this is the 7th meeting we've had in the last 30 days. I'm hoping tomorrows meeting will be the last and we...
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COVID19 Remote Working Day One Hundred and Ninety-Six of Selling
COVID19 Remote Working Day One Hundred and Ninety-Six of Selling Where do I start since I've come to the end of my selling days for 2021? Do I start with the fact that I was down the last day of the year this morning and knew that anything can happen to screw things up? The year is finally over, it was the year that started when I got back from vacation this time of year. My end of year vacation is a stay at home vacation and it allows me to get some things done at home and just relax. I was...
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Re: COVID19 Remote Working Day One Hundred and Ninety-Six of Selling
Wow, how 'tight' can it be... Best wishes for 2021!
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COVID19 Remote Working Day Two Hundred and Seventy-Four of Selling
When will this pandemic end? Even with vaccinations Jersey proves once again we're in the top four with new cases of Corona. Today we came in with 3,563 and that's with almost 2 full million vaccinations. With a state population of nine million we've been tested 12.7 million times so far. I've almost come to the point where it's time to get the frack out of this place. So much for the most populated state in the union. Our Governor had his daily briefing today and was asked and I'm...
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How Do We Receive Comissions
Do we can paid when we write the order or we only get paid when the equipment is delivered?
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Cancelled Order Today
I was surprised when the email came across. I was also pissed because the person did not have the decency to call me. Hiding behind an email and having someone else do the dirty work is bad karma. Long story short, manufactured shipped the wrong box which delayed the machine they wanted by three weeks. During this time the direct branch he was working with could not repair his device and then cancelled the maintenance agreement. We sent a tech to see if there was anything we could do to get...
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Re: Cancelled Order Today
Honestly, reading your situation, your dealer needs to be more nimble. Particularly if you're not the incumbent vendor and the customer has a service issue. Situations like that are a gift. You can't give the incumbent vendor a chance to recover. They've already got a relationship and you're still on the outside until you have a machine on site. I've won so much business over the years by being able to deliver pretty much anything other than production or wide format the next day in an...
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Re: Cancelled Order Today
Man that really stinks when you’ve done all the work, customer is ready to move forward and you get screwed out of the deal with what sounds like everything out of your control.
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Re: Cancelled Order Today
fisher and I spoke on the phone today, our device was a wide format and one of a few times when I had none to offer. special thanx to fisher today for our chat
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With version 7.9, DocuWare enables optimal purchase-to-pay process
With version 7.9, DocuWare enables optimal purchase-to-pay process ~ From purchase order to payment - businesses experience increased efficiency and ROI~ Beacon NY, September 28, 2023 – DocuWare, a leading provider of document management and workflow automation solutions, provides optimized mapping of the procurement process with the release of its latest software version 7.9. Purchase-to-Pay is a complex business process within a company, where multiple steps take place across multiple...